The nature of small- and medium-sized business (SMB) sales has changed, especially with the COVID-19 pandemic, and sales reps have to adapt their sales conversations accordingly. With the disruption in operations caused by the pandemic, SMB concerns are different. Business is slower, cash is tighter, and the future is uncertain. SMB operations need to solve a new set of problems.Read More
Sales is competitive, and to stay ahead of the competition, you need to continually up your game. That means making the most of available sales data and refining your sales process to drive ROI. Your sales team needs new skills driven by better sales data to thrive in an ever-changing market environment. To ensure ROI, your sales data should enable new strategies that shorten time to market. The trick is unlocking the right sales data.Read More
Everyone wants to save money, but there are times when you need to invest more to get more in return. You have undoubtedly heard the thread-worn platitudes “penny-wise and pound foolish” and “you get what you pay for.” They certainly apply when outsourcing sales. If you want superior results and a higher ROI, expect to pay a premium for expertise, technology, and service.Read More
To stay competitive, you need to find and score the right prospects and qualify or disqualify them quickly. If you have lead volume but don’t generate valuable leads, you might need some help with your lead generation and qualification process. A perfect formula for lead generation continues to be a challenge in the B2B world.Read More
The world of virtual business, including virtual selling, is here to stay. It’s an adjustment, but there’s no doubt that it’s happening. With the onset of the COVID-19 pandemic, corporations have seen the ongoing value of working from home (WFH), and 74 percent of CFOs have already indicated that WFH will become part of their staffing strategy moving forward. To increase sales, tactics have to evolve to suit the new world of virtual work, and using outsourced support for B2B selling can help.Read More
The decision to outsource key sales functions can have a profound impact on the success of your company. After all, any step you can take that will move prospects through the sales funnel more quickly or readily will help boost your sales overall.Read More
I love playing softball. It’s a game we can play long into our later years, but it still requires skill and precision. The key to a big softball win? Lots of small hits. I’m amazed that when you play a game where it’s single hit after single hit, all of a sudden you look at the scoreboard and it’s 9-0 after one inning! Rarely do you hit homeruns in softball, it’s playing the smaller hits. That’s kind of like playing the SMB market -- smaller hits, but when you add them all up, you get a massive end-result. Small ball in business (SMB) is a winner, but it takes skill and precision.Read More
Hiring outsourced sales professionals can be a quick, cost-effective solution for bolstering your in-house sales team. Whether you’re looking to expand into a new market segment, add specialty sales roles, incorporate Customer Success, or simply empower your in-house team to do more, outsourcing sales is a powerful and proven way to significantly grow your team’s capabilities.Read More
As the B2B buying process has evolved, sales teams have had to continually adjust their strategy to best serve their clients’ needs. Today, the sales process is less linear than it used to be, and it requires a new set of dedicated sales professionals, including sales engineers, to get the job done well.
Of all the specialty sales roles, sales engineers are perhaps one of the most misunderstood. However, it’s important to utilize sales engineers fully because they often play an important part in pre- and post-sales support, delivery and installation, deployment, testing, and even Customer Success.
Let’s explore some of the most common misperceptions about sales engineers to establish a better understanding of how these sales professionals could fit into your team.Read More